Always Be Prospecting

“Always be closing,” said Alec Baldwin to a group of real estate salespeople in the 1992 film Glengarry Glen Ross. What he should have said was “always be prospecting.” It is important to “always be closing”; to translate prospecting initiatives into sales goals. This is what the profession is all about, at least in part. … Continued

A-B-C of Prospecting Techniques

In the 1992 movie Glengarry Glen Ross, written by David Mamet, motivational salesperson Blake confronts employees of a Chicago real estate office about their less than stellar performances. His advice: “A-B-C. Always… Be… Closing.” Our advice – be careful with your ABCs. You should be translating prospecting initiatives into sales goals, but you should do … Continued